by Allan R. Cohen and David L. Bradford
Influence has always mattered in the workplace. But as organisations and projects have become more complex, the need to influence others in order to complete a task has increased. In Influencing Up, Allan R. Cohen and David L. Bradford explore the effect of the power gap between lower-ranking and higher-ranking people, and lay out steps that those with less power can use to gain influence by forming a partnership with the more powerful.
Using their Cohen-Bradford Influence Model, they suggest ways in which low-power employees can take the initiative, analyse the more powerful employees, and approach those with authority. The ultimate goal is to set up a partnership that will benefit both parties and the organisation as a whole.
Such actions are not for the faint of heart, the authors admit, but they provide tools for when the approach is not working and advice on how to retreat and regroup.